Senior Manager, GTM Strategy and Planning

About the role

The Senior Manager, GTM Strategy and Planning at Workday will lead GTM strategy design for growth initiatives in new offerings, business models, and ecosystem plays. They will architect the mid-to-long-term evolution of the GTM model, design and operationalize AI-driven GTM motions, and track progress towards business outcomes.

Responsibilities

• Lead GTM strategy design for growth initiatives in new offerings, business models, and ecosystem plays, including how we position, package, price, and sell AI capabilities across segments and regions
• Architect the mid-to-long-term evolution of our GTM model through optimization of structure, segmentation, coverage models, and routes to market
• Design and operationalize AI-driven GTM motions (e.g., intelligent account prioritization, next-best-action plays, guided selling, and persona-based outreach) in close partnership with Sales, RevOps, Marketing, and Product
• Establish KPIs and diagnostic frameworks that measure impact, adoption, and ROI of strategic initiatives and GTM plays. Track progress, ensure transparency, and drive accountability for business outcomes
• Craft compelling, data-backed narratives and executive-level presentations that translate complex analytics and insights into clear strategic choices and recommendations
• Assess market and competitive landscape, performing insightful internal and external research, benchmarking, and analysis to inform GTM strategy
• Partner with cross-functional teams across GTM (Sales, Solution Consulting, Partners, Value Management, RevOps, Marketing, CX), Product, Corporate Strategy, Business Ops, and Finance to co-design and execute strategic initiatives, from concept through pilot to global scale

Qualifications

• 8+ years of experience in Enterprise SaaS GTM strategy, and/or experience in top-tier management consulting focused on Sales/GTM engagements with technology companies
• 5+ years of proven record of taking a GTM strategy from design → pilot → global scale, including experience structuring experiments, measuring impact, and iterating based on results
• 8+ years hands-on experience with GTM and data platforms/tools (e.g., Salesforce, Clari, Snowflake, Sigma) and comfort working directly with data using Python and or SQL
• Experience designing or operationalizing AI-driven workflows for GTM use cases is strongly preferred
• Deep understanding of strategic and operational dependencies across GTM functions (Sales, Partners, Marketing, Professional Services, Customer Success, RevOps, etc.), and how AI and automation can augment these functions
• Strategic and structured thinker with excellent problem-solving, analytical, and financial modeling skills; able to move fluidly between big-picture strategy and detailed execution plans
• Highly motivated, impact-driven, and comfortable with ambiguity; able to independently drive complex, cross-functional initiatives with a keen eye for detail
• Excellent communication, executive presence, interpersonal, and organizational skills, with a demonstrated ability to influence and align senior stakeholders
• Passion for AI and its potential to transform how customers work and how GTM organizations operate, with a bias toward experimentation, learning, and continuous improvement